3 Quick Keys To Successful Sales Negotiating

A Quick Look At How You Can Prepare To Win Negotiations And Have Your Customer’s Feel Like Winners Too

© 2016 MyEureka Solutions LLC

The Three Keys

1.  As the seller, have a defensive negotiating plan already in place before you close deals

2.  Recognize how and why to create win-win scenarios

3.  Check your ego at the door…and mind your customer’s too

Key # 1

� Most negotiating battles are waged over price, though many elements can comprise a deal and need to be leveraged.

Consider the Castle Defense: �  An exterior mote

�  A high wall to climb

�  Battle on parapet

�  Interior fortifications around the gold

Your Defense

� The moat: ◦  Presents an obstacle to

slow down the invaders �  Sounds like:

�  Reassurance, compliments, a smile:

“I’ve been told you’re a good negotiator so you should know I’ve made sure you are getting a great deal.”

Your Defense �  The parapet: ◦  Battle those scaling the wall,

direct combat with those that make it up the wall

�  Where buyers use gambits (budgets, the flinch, good cop bad cop, etc. ◦  Counter defenses must be

honed v. professional buyers or savvy consumers ◦  You flinch you lose

Your Defense �  The Interior: ◦  Don’t make it obvious

where you keep your gold

� When you reach your last line of defense be prepared for blood ◦  To protect your gold how

hard are you willing to fight? ◦  Are you willing to give up

some of your gold to avoid a death match?

Key # 2

�  Understand how to create the win-win scenario. Use a venn diagram to find the common ground: �  Be truthful not wishful

�  Have your client/prospect define their wants/win (Listen to learn, consider what they have to lose (their ass on the line)

�  Minimize value you can’t confirm, contract or promise

Key # 3

�  Check your ego at the door…and mind your customer’s too!

�  Don’t win a battle but lose the war

�  Don’t act like the US Congress!

�  “Never hate your enemies, It affects your judgment” –Mario Puzo, The Godfather

�  Don’t be a baby…it’s just business

Successful Negotiating Summary �  Before you negotiate line up your Castle

Defense with outer, wall and inner defenses and know what is really at stake

�  Rather than hashing out prices and terms discuss and listen to your customer’s definition of needs, value and wins…and what’s on the line

� Know the difference between a small win and small loss

� Don’t let personal emotions and ego take hold of your negotiations…check your ego at the door!

Contact Info

Tom Fox President MyEureka Solutions LLC

1315 Park Ave. Mamaroneck, NY 10543 P: 917 539-6617

tom@myeurekasolutions.com www.myeurekasolutions.com @TomFoxTrainer